Beyond the Price Waterfall

Alejandro Erasso, Matthias Linnenkamp

The Price Waterfall is a great tool for understanding the effect of pricing and discounting – but it’s only a starting point. It is of limited value if it is not preceded and accompanied by efforts directed at the other influences on the pricing operation. Properly linking the Price Waterfall to them is indispensable to gain control over how much actually ends up in the company’s pocket.

Managers in pricing, sales operations, and finance oft(...)

Author(s)

Login, or become a Sales Management Association member to access more of this content. Join here.